[Disclaimer: this article includes references to actual marketing programs created by my firm. I cite them as examples that illustrate effective use of psychological communication in the financial industry.]

In both sex and marketing we find similarities. For example, do you seek to spend intimate time with people you don't like? Or, what's even better than sex? Answer – a meaningful relationship. In other words, to operate your financial practice at a higher level, you have to cultivate client-relationships that are more meaningful. The puzzle is, how to meet people you want to have that kind of relationship with.

The disclaimer. If you are happy operating a purely transactional (sell 'em and forget 'em) business, stop – read no farther. My recommendations are probably not appropriate for you.

Continue Reading for Free

Register and gain access to:

  • Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
  • Educational webcasts, white papers, and ebooks from industry thought leaders
  • Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.